The Value of a “Devil’s Advocate
The concept of a “Devil’s Advocate” was created in 1587 by the Catholic Church. This role was filled by a canon lawyer, whose[…]
The Brown M&M Test
The rock group Van Halen was roundly criticized for extravagant demands and requirements sent to concert halls in their performance contract. The musicians were[…]
The Dumbification of American Sales:
When interviewing sales candidates, I used to ask “what sales education programs have you taken?” Later, it was “what sales books have you[…]
Five Chimps Theory
The Five Chimps Theory was popularized by author / entrepreneur Naval Ravikant. According to this theory, you can predict the mood and behavior[…]
My Favorite Sales McNuggets
This idea letter is about as nutritious as your Super Bowl buffet. Light, fluffy, and fattening. Here are some of my favorite truth[…]
The Hour Between Dog and Wolf
New technologies are transforming our life and work. Are they really a good thing? Are there dangerous consequences? Yes, in ways you might[…]
Turtle on a Fencepost
The author Alex Haley had a photograph in his office showing a turtle sitting on top of a fencepost. It’s the best metaphor[…]
The Adventures of Hugh Zahnfurst
Tired of getting junk mail? Tired of getting scary-looking scam e-mails? Tired of getting spamming phone calls? Time to take action by creating an alter ego. How?
Ghost in the Machine
Salespeople go crazy when a great prospect stops responding to calls and e-mails. This happens to just about everybody, but why? The causes of[…]